Outside Sales Training Programs & Courses
Industry leading sales training programs for outside sales representatives & sales managers.
❯ Master Sales Fundamentals
❯ Increase Accountability
❯ Negotiate with Conviction
Our Outside Sales Training Courses are meticulously designed to empower sales professionals with the skills, strategies, and confidence needed to thrive in the field. Whether you're a seasoned representative looking to sharpen your techniques or a newcomer eager to embark on a successful sales career, our courses provide practical insights, hands-on exercises, and real-world scenarios to elevate your effectiveness and drive unparalleled success in the world of outside sales.
Fundamentals of Our Outside Sales Training Programs:
Goal Setting
Time Management
Pipeline Management
Prospecting
Clear Communication Online and Off
WHAT STUDENTS RECEIVE
• 60-minutes of live Hartmann-led training at mid-month
• 60-minutes of live guest expert-led training at month-end
• Dedicated, full-time OSR Academy administrator to guide and coach
• On-demand access to online multimedia training content
• Access to best all-industry sales training content
• Engagement with proven LBM-specific sales training tools
• Curated set of timeless books that will deliver value for a career
• Weekly nudges and progress reports delivered via email
• Weekly recommended podcasts to listen to during daily commute
• Monthly checkups with local managers by OSR Academy administrator
CURRICULUM
• Goal-setting
• Pipeline management
• Prospecting
• Time management
• Pre-call planning
• Leveraging the phone
• Strategic questioning
• Overcoming objections
• Pricing justification
• Conflict management
• Negotiation
• Cultural intelligence
• Closing skills
• Virtual selling
Everything you need to increase sales.
LBM Sales Performance Consulting
Customized, collaborative, and measurable, Hartmann and his team work directly with you and your team to deliver specific outcomes. Clients include LBM dealers, distributors, manufacturers, GCs, and subs. Engagements are typically between 12-24 months.
Sales Fundamentals Workshop
Our annual 2-day sales event held every April with sales pros from across the country focuses on goal-setting, time management, pipeline management, and prospecting—and is the most engaging and interactive sales event in the industry.
The OSR Academy™
Led by Hartmann along with industry sales experts, our 12-month, small cohort-based Outside Sales Rep (OSR) training program methodically builds the next generation of sales pros with weekly training, online and off, unlike any program in the industry.
Executive Coaching for Sales Leaders
Hartmann's successful approach to helping sales executives is based on intelligent questioning, active listening, and methodical implementation of change and follow-through to measure growth against specific objectives.
Sales Performance Analytics
Despite mountains of data, most firms fail to leverage that data to inform better decision-making, evaluate relative sales performance ROI, and develop predictive revenue and profit models. Working together, we can execute all that and more.
Pro Sales Field Manual™ Series
Modeled after the U.S. military's field manuals for training specific skills, this series offers efficient, online, self-paced sales training with a blended-learning curriculum: each course contains a book, videos, audio, and workbook.
The Simple Sales Pipeline®
Given our cyclical industry, failure to proactively monitor individual sales pipelines is negligent. The Simple Sales Pipeline® software eliminates this risk, organizing and valuing any sales pipeline in under 30 minutes.
Meet Bradley Hartmann
Bradley Hartmann helps the construction industry develop high performing sales teams. As an author of 11 books, keynote speaker, trainer & coach, Bradley has helped more than 2,500 individual sales contributors and 100+ sales teams implement sales fundamentals that drive repeatable, predictable growth in a way that is engaging and enjoyable.
“Bradley’s passion and drive is engaging. He is relevant, impactful, and memorable. If you are looking to increase sales in the construction industry, you should align yourself with him, his concepts, methods, and processes. It’s worked for us.”
TJ Shaheen ❯ Builders’ General Supply/Executive Vice President
-
![Drexel Building Supply]()
JOEL FLEISCHMAN
CEO at Drexel Building Supply
“If you haven't worked with Bradley Hartmann, he's a truthsayer. We need more of these guys in the industry. He tells you like it is. I highly recommend him.”
-
![Mead Lumber]()
CRAIG BRADSHAW
Former CEO at Mead Lumber Company
“Changing sales behavior in salespeople is very hard to do. There is no doubt in my mind that Bradley's message has reached our team and has influenced how they interact with their customers. That is always what we are striving for, but it is rarely achieved.”
-
![Hearth & Home Technologies]()
TIM RETHLAKE
VP of Sales at Hearth & Home Technologies
“If your company revenue and margin depends on builders, you should incorporate Hartmann's sales principles into your business. It’s a solid education for your new sales team members and an equally solid reminder for your veterans who have slipped into cruise control.”
From the Podcast
From the Blog
The D.A.M. Problem with Salespeople
Get Hartmann's candid and engaging guide to developing a sales team that intentionally avoids the drift to account management—and consistently and predictably pursues and wins new business from the competition.
